6 Ways To Make Sure Your Customers Get The Message

SBI Growth

The CMO world of multiple channels, social media, content marketing, demand generation, and lead development extends the importance of messaging to a much broader scale. What was true when I first founded buyer persona development back in 2001 is still true today – buyer personas not grounded in buyer research and insights are useless. I’ll send an SOS to the world. I’ll send an SOS to the world. I hope that someone gets my. Message in a bottle. Sting (Song: Message in a Bottle).

Not the “R” Word Again…

No More Cold Calling

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Build new alliances or alternate distribution channels. The economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. I promise. Now we hear that recovery will be slow, and we might even experience a double dip.

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This Is What Has Made B2B Sales More Challenging

Anthony Iannarino

Not too long ago, people believed the most significant changes in business-to-business sales were the internet and the social channels. It started with a downturn in 2001 and gained more momentum during and after the Great Recession.

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Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before. The research implies growing skepticism over sales pitches and marketing fatigue make these once effective channels less so at raising awareness.

Lead Management: Let’s Formalize this Relationship

Pointclear

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. In most b-to-b organizations, this includes the pass from marketing to teleprospecting, and teleprospecting to field, inside or channel sales resources. Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions.

SMS sales: How B2B sellers can close more deals with text messages

Nutshell

Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Because of this, texting is viewed differently than other text-based communication channels like email.

2014 The Year of Execution and Strategy – Why Most Sales Organizations will be Chewed Up and Spit Out

A Sales Guy

The Dow, S&P 500 are at historic highs and the Nasdaq is at it’s highest since 2001. Social selling and social media are disrupting traditional engagement channels. I’m asked every year to make a prediction about the upcoming year. Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities.

Are You a Small Business Innovator? ? Score More Sales

Score More Sales

She has a Soap Queen TV video channel and is always up to something amazing. © Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Fab 50 Tour: Looking for Small Business Innovators to Interview. by Lori Richardson on April 24, 2010. I’m working to line up the rest of the 50 city, small business sales inspiration tour and so am looking for interesting people to interview.

The Top 2 Sales Tips to Leverage the People in Your CRM or.

Score More Sales

The fact is that it is getting harder for a seller to keep track of contacts due to so many social channels plus traditional ones. © Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System. by Lori Richardson on February 29, 2012. Contacts are data, and people are real.

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5 Reasons Your Sales Reps Hate Their Jobs and What To Do About It

Openview

unemployment, corporate America is currently facing the most competitive war for talent since 2001. After reviewing sales data from 40 companies in technology-related industries, McKinsey’s global sales and channel practice found that the best sales teams split their workforce 50/50 between those in a pure sales capacity and those in support roles. companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media.

Choosing the Right Sales Metrics for Management

SalesLoft

Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium.

PODCAST 139: The Science of Becoming a Better Sales Leader with Luke Rogers

Sales Hacker

And back then at that time, this was around 2000, 2001, everyone was freaking out about the millennium bug, if you remember that, I’m sure you do. If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman.

Cold Calling ? Insights from Chris Orlob at Gong

John Barrows

Phone as a channel isn’t going anywhere. The validity of the phrase “cold calling is dead” may be debatable in terms of making 100 dials with no information per day versus calling 20-40 targetted accounts and having a first touch by email or social, but phone as a channel is not dead. Phone has become a novel channel. In 2001, we all thought nobody’s going to be writing code in 10 years, in 2011, and it’s 2018, still people are writing code.

IDC: Tech Marketing Budgets Up, But Lag Revenue Growth

The ROI Guy

Shift to Digital Marketers are still being asked to do-more-with-less, and this is driving a significant change in go-to-market channels. We have seen the later occur in IT spending over the past decade, where IT spending lag behind growth in revenue after the bursting of the technology bubble in 2001, and are wondering if the same will now be true of marketing budgets going forward? Enough being done to prove returns and drive even more investments in 2011?

Tom Pisello: The ROI Guy: Social Media ROI a Requirement for 2011

The ROI Guy

The majority of CMOs still don’t know what the ROI is of their social media efforts, with the majority of respondents indicating that they were not getting an ROI or did not know the ROI from various campaigns and channels. As CMOs seek to optimize their spending, doing more with less, it is important to learn which channels reveal the greatest payback.

The ultimate sales guide to setting and discussing pricing

OnePageCRM

Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users. In fact, when we launched MailChimp in 2001, we didn’t even have a free trial option. The cost to dropbox was effectively zero and the word-of-mouth virality bypassed traditional marketing channels and ad spend. Estimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume.

How to Start a Business: A Complete Guide for Startup Entrepreneurs

Hubspot Sales

She will be receiving an MBA from the University of Notre Dame in May 2001. Which channels will you focus on for distribution? In the future, this is expected to be one of the company's primary marketing channels. People expect fast resolution times (some faster than others depending on the channel), so it’s essential to be nimble and efficiently keep up with requests so that you’re consistently providing excellent service to avoid losing trust with your customers.

Tom Pisello: The ROI Guy: VMware launches Realized ROI toolkit.

The ROI Guy

Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

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Tom Pisello: The ROI Guy: Alinean Powers Eight More B2B Assessment.

The ROI Guy

These key new hires include: Dan Sixsmith , VP, Interactive Marketing Channels – formerly with interactive marketing and communications agency iNDELIBLE Media, Dan is driving Alinean partnerships with interactive marketing firms and content development & syndication channels.

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Marketing Hierarchy of Needs: Achieving Marketing Efficiency and Effectiveness

The ROI Guy

In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels. We have seen this same issue occur in IT spending over the past decade, where IT spending lagged significantly behind revenue growth following the bursting of the technology bubble in 2001, and are wondering if the same will now be true of marketing budgets going forward?

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Information Overload –even though B2B buyers are relying more on the Internet to fuel purchase decisions, these buyers are being inundated with more marketing messages over more channels than ever before, leading to information overload, confusion, and stalled decision making cycles. And this is but one of several traditional and on-line channels that are proactively providing information on a daily basis to prospects.

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Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

According to IDC, over 90% of IT buyers are economic buyers / economically focused; Technology marketers are focusing more investments on digital channels, and this is good because executives and economic buyers favor on-line research and content. Buyers rely on digital channels and content more than ever, with most purchasing cycles now fueled by the Internet and controlled by the prospect rather than driven by sales.

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Pricing Strategies for Your Product or Service [Ultimate guide]

OnePageCRM

Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users. In fact, when we launched MailChimp in 2001, we didn’t even have a free trial option. The cost to dropbox was effectively zero and the word-of-mouth virality bypassed traditional marketing channels and ad spend. Estimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume.

Tom Pisello: The ROI Guy: How TCO is a common sense sales and.

The ROI Guy

To be competitive in this tough economic environment, it is vital that that marketing arms sales professionals, consultants and channel partners with the automated tools in order to help buyers quantify TCO advantages. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

Technology Sales & Marketing - Party Like its 1999?

The ROI Guy

But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm. Small and medium businesses have come alive as of late, and there is a real race on to address this marketplace, particularly with new simplified solution sets, on-demand applications (SaaS) and strong channel / reseller relationships to help reach these buyers. Technology Sales & Marketing - Party Like its 1999?

Drive Budget Planning with the “IT Hierarchy of Needs”

The ROI Guy

To no surprise, a substantial decline occurred following the bursting of the technology bubble and recession in 2001, with a second more severe decline into the Great Recession in 2009. For Information Technology, it’s not how much you spend, but what you invest in that matters. But as budget season looms for most organizations, how can you be sure IT is getting its fair share to drive innovation and bottom-line impact?

Tom Pisello: The ROI Guy: The IT Hierarchy of Needs: Categorizing.

The ROI Guy

• Level 4: Business Transformation – these revolutionary investments seek to utilize business information and implement new processes to empower business capability and agility – enabling M&A programs, launching new businesses, empowering different go-to-market programs, launching new channels, or launching competitive programs.

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Tom Pisello: The ROI Guy: Leaders indicate Growing Investment in.

The ROI Guy

Friday, September 17, 2010 Leaders indicate Growing Investment in Smart Digital Content The migration of B2B marketing budgets from traditional marketing vehicles toward digital channels continues according to a study by Booz & Co. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

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Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers ? Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions.

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